Senior Director, Clinical Trials Business Development
What you will be doing:
Well versed in both clinical trial operations (drug/device/all phases) and industry sales, the Sr. Director, Clinical Trials Business Development will work closely with the CTI operations team to develop and execute successful strategic account management and sales processes, resulting in the sale of Premier Applied Sciences Clinical Trial solutions and development of relationships with life science companies. The Sr. Director, Clinical Trials Business Development will expand current life science company relationships and create new relationships in both existing client companies and new life science companies. They will develop strong and fluid working relationships with the Premier Applied Sciences research and operations team.
This role in general will:
- Be responsible for creating and carrying out business development and sales strategies specifically for clinical trial solutions and operations support services to industry sponsors.
- Cultivating and maintaining relationships with new and existing customers.
- Prepare customized concept proposals for any new RFP/new opportunity that includes:
- Conducting Feasibility analyses
- Developing initial concept proposals
- Leading ideation sessions to meet client needs
- Provide voice of the customer feedback/input to advance the proposed concept
- Engage in contract negotiations
- Proactively identify research and analytics projects through market research scans and client engagement
- Play a vital role in communicating Premier's clinical trial support services to potential customers
- Attend client meetings with CTI team and participate in discovery calls
Specifically, will focus on:
Business Development: Identify and cultivate new business opportunities within the pharmaceutical, biotechnology, and medical device industries. This includes prospecting, lead generation, and attending industry conferences and events.
Client Relationship Management: Build and maintain strong relationships with existing clients to understand their needs and ensure client satisfaction. Serve as the primary point of contact for clients regarding all clinical trial sales-related inquiries.
Sales Strategy: Develop and implement clinical trial sales strategies to achieve revenue targets and maximize sales opportunities. Collaborate with internal teams, including marketing and operations, to ensure alignment of sales efforts with company and departmental objectives.
Proposal Development: Prepare and present proposals to potential clients, inclusive of feasibility analyses and highlighting the value proposition of our clinical trial services. Customize proposals based on client needs and industry trends.
Contract Negotiation: Negotiate pricing, terms, and contracts with clients to secure new business and renew existing contracts. Ensure all agreements comply with company policies and regulatory requirements.
Market Research: Stay informed about industry trends, competitor activities, and regulatory developments related to clinical trials. Use market insights to identify new business opportunities and inform sales strategies.
Reporting: Maintain accurate records of sales activities, including client interactions, sales pipeline, and revenue forecasts. Provide regular updates to leadership and management on sales performance and market trends.
Required Qualifications
Work Experience: Years of Applicable Experience - 10 or more years
Education: Bachelors (Required)
Key Responsibilities
Sales Administration Functions and Operations - 70%
- Manage internal cadence around team pipeline management
- Work with business operations teams to help identify market opportunities and bring important product, market feedback to the business to ensure our offerings are improving over time
- Identify business needs of prospective customers and present, close and sell Premier Applied Sciences data, research and analytics solutions (products and services) that will result in the customer's business improvement
- Establish credible image through business knowledge in presenting and selling appropriate Premier Applied Sciences data, research and analytics solutions to customers
- Educate customers on the benefits and business results of Premier Applied Sciences data, research and analytics products and services
- Clarify, confirm and resolve customer issues as required in order to increase new business for new and existing client base (customer advocate)
- Work closely with and leverage client management, and other sales and operations resources, to strengthen customer relations leading to the identification and closure of sales opportunities.
- Ability to use Salesforce and other business tools as expected
- Ensure timely sales team follow-up of leads from marketing (web, referral, telemarketing, other).
Develop a strategic web of influence - 20%
- Attend conferences, meetings, community functions and other activities that enable executive contact
- Develop internal strategic relationships
- Communicate strategic information to senior management
- Coordinate the appropriate use of executive resources to close business
- Build strong relationships with all internal departments and business units
- Respect all internal resources by utilizing appropriately
Inquiry Development - 10%
- Attend client meetings and participate in discovery calls as appropriate
- Work with CTI team to develop initial project design
- Create feasibility counts
- Develop initial proposals for projects
- Proactively identify inquiry projects through market scans and client engagement
- Act as a liaison to the CTI team and customer(s)
Preferred Qualifications
Skills:
- Experience with device/drug trials, especially selling trial support services to industry sponsors
- Proven track record of meeting or exceeding sales targets and driving revenue growth.
- Outside sales activities, including prospecting, lead generation, and customer visits
- Knowledge of clinical trial support operations and regulatory requirements in the U.S., including but not limited to Clinical/Contract Research Organizations (CROs), Integrated Research Organizations (IROs), Site Management Organizations (SMOs).
- Excellent communication, presentation, and negotiation skills
Experience:
- Experience gained from multiple perspectives: industry sponsor, CRO, academic, government or site level
- Practical hospital or healthcare related experience
Education:
- Post graduate degree in healthcare-related field preferred
Additional Job Requirements:
- Remain in a stationary position for prolonged periods of time
- Be adaptive and change priorities quickly; meet deadlines
- Attention to detail
- Operate computer programs and software
- Ability to communicate effectively with audiences in person and in electronic formats
- Day-to-day contact with others (co-workers and/or the public)
- Making independent decisions
- Ability to work in a collaborative business environment in close quarters with peers and varying interruptions
Working Conditions: Remote
Travel Requirements: Travel 21-40% within the US
Physical Demands: Sedentary: Exerting up to 10 pounds of force occasionally, and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves remaining stationary most of the time. Jobs are sedentary if movement is required only occasionally, and all other sedentary criteria are met.
Compensation: Premier's compensation philosophy is to ensure that compensation is reasonable, equitable, and competitive in order to attract and retain talented and highly skilled employees. Premier's internal salary range for this role is $125,000 - $231,000. Final salary is dependent upon several market factors including, but not limited to, departmental budgets, internal equity, education, unique skills/experience, and geographic location. Premier utilizes a wide-range salary structure to allow base salary flexibility within our ranges.
Employees also receive access to the following benefits:
- Health, dental, vision, life and disability insurance
- 401k retirement program
- Paid time off
- Participation in Premier's employee incentive plans
- Tuition reimbursement and professional development opportunities
Premier at a glance:
- Ranked #1 on Charlotte's Healthiest Employers list for 2019, 2020 and 2022, and 49th Healthiest Employer in America (2022)
- Named one of the World's Most Ethical Companies by Ethisphere Institute for the 13th year in a row
- The only company to be recognized by KLAS twice for Overall Healthcare Management Consulting
Employees receive:
- Perks and discounts
- Access to on-site and online exercise classes
- Paid time off to volunteer in their communities
Premier is looking for smart, agile individuals like you to help us transform the healthcare industry. Here you will find critical thinkers who have the freedom to make an impact. Colleagues who share your thirst to learn more and do things better. Teammates committed to improving the health of a nation. See why incredible challenges require incredible people.
Premier is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to unlawful discrimination because of their age, race, color, religion, national origin, ancestry, citizenship status, sex, sexual orientation, gender identity, gender expression, marital status, familial status, pregnancy status, genetic information, status as a victim of domestic violence, covered military or protected veteran status (e.g., status as a Vietnam Era veteran, disabled veteran, special disabled veteran, Armed Forces Serviced Medal veteran, recently separated veteran, or other protected veteran) disability, or any other applicable federal, state or local protected class, trait or status or that of persons with whom an applicant associates. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. In addition, as a federal contractor, Premier complies with government regulations, including affirmative action responsibilities, where they apply.
Premier also provides reasonable accommodations to qualified individuals with a disability or those who have a sincerely held religious belief. If you need assistance in the application process, please reply to diversity_and_accommodations@premierinc.com or contact Premier Recruiting at 704.816.5200.
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